SHAWN CLOSSER

Pilot Grove, MO adz0rp@r.postjobfree.com 816-***-****

STRATEGIC SALES & OPERATIONS PROFESSIONAL

A dynamic, highly accomplished professional with proven expertise in sales & marketing leadership and operations. Expert level sales leadership, marketing strategies, cost modeling, vendor RFP/selection/contracting, business startup, facility optimization, systems selection and implementation, equipment selection and sourcing, staffing and training. Specializes in business development strategy, sales, planning and goal attainments. Well versed in Profit and Loss production and adherence, business intelligence tools, analytics, turnarounds and change management. Skilled in executive leadership and team development in both aggressive growth and turnaround environments. Leverages strong interpersonal and communication skills to ensure effective internal and external business relationships as well as to recruit, develop, and mentor talented teams. Innovative problem solver who drives revenues, minimizes costs and maximizes profitability. Over ten years executive experience and greater than eight years on Board of Directors (BOD).

SKILLS & CORE COMPETENCIES

Strategic Planning & Long-Range Planning

Team Building & Management

Process Modeling & Refinement

Budget Management, P&L & Cost Controls

Data Analysis & Modeling

Business Intelligence

Capital Acquisitions

Equipment, Supplies & Carrier Procurement

Needs Analysis & Issue Resolution

Policies & Procedures Development

Cross-Functional Communication

Project Management

Contract Negotiation

Client Contract & Price Negotiations

Business Development Optimization

B2B Sales & Marketing

Processes & Procedures Development

Change Management

Continuous Process Improvement

Succession Planning

Key Performance Indicators (KPI's)

Regional & District Management

Facility Layout Optimization

SWarehouse Management Systems

Employee Engagement

Customer Business Reviews

Transportation Management Systems

Customer Service & Client Retention

PROFESSIONAL EXPERIENCE

Vice President of Logistics - CTW Logistics, North Kansas City, MO

Feb 2022 - July 2022

Completed Warehouse Management System (WMS) RFP analysis and contracted with cutting edge systems providing audit, execution, optimization, business intelligence and automated continuous improvement within the product and tool sets

Reviewed, selected, implemented and developed integrations for a cloud based Transportation Management Software (TMS) and reduced total software costs

Completed new company Chart of Accounts (COA) providing accurate granular visibility to all activities

Introduced and implemented Customer Relationship Management (CRM) and Digital Marketing Software tools and communications integrations

Created standardized vendor pricing methodologies and contracts to ensure fair practices

Developed assumption based pricing and contracting practices

Procured material handling equipment to replace aged fleet

Facility reviews and improvements

Restructured facility storage procedures growing facility capacity by over 30 percent

Director of Operations - The Roots Logistics, LLC. Mission, KS

Dec 2020 - November 2021

Selected by $1B investment firm to open the new non-asset logistics division

Strategic development of the non-asset operations model and business development approach

Performed full-scale Transportation Management Software (TMS) RFP and Total Cost of Ownership (TCO) analysis, negotiated contracts for finalists and closed the award for a 36 month initial contract with a Tier 1 system

Trained and achieved Super User status at TMS providers facilities, performed the shortest implementation of software modules in provider’s extensive history, and began operations, accounting and the onboarding of exceptionally satisfied customers one month ahead of plan

Phased in mobile tracking, document imaging, web portals, pricing module, document design and RFP rating engine

Crafted The Roots Logistics’ website architecture, content, imaging, chose the design firm and guided the project team to completion of the site

Optimized operational processes via continuous improvement methods, crafted team focused incentive programs, established client and carrier contracts, chose key employee hires and set growth strategy for initial 60 months

Achieved significant P&L success, outpacing the aggressive P&L established in late 2020/early 2021 and crushing margin expectations

Spokesperson for the value of supply chain optimization to 13 other divisions of the parent company

Created compelling sales and marketing initiatives which communicated value proposition for clients and prospects, collaborated and cross-sold with other divisions to ensure clients and prospects understood all services offered

Developed aggressive digital marketing plan to isolate the best candidate prospects for sales campaigns, utilize comprehensive communications algorithms to magnetically warm the prospects to the brand and convert them into Marketing Qualified Leads (MQLs) to foster advantageous opportunity conversion and customer base diversification

Vice President of Sales and Marketing - Wagner Logistics, North Kansas City, MO

June 2014 - January 2020 - 5 years 8 months

Created Marketing and Sales divisions for an organization with neither, staffed positions, built brand and increased revenues annually in excess of 15% in first two years

Produced business strategies, presented strategies to CEO and BOD, developed timelines of associated goals and tasks, implemented those strategies with the team

Led sales, introduced largest clients, met existing C-level contacts at clients to grow business, led team by example increasing revenue by 32% consecutively prior two years

Fostered lasting relationships with both clients and suppliers and met with contacts at multiple organizational levels (C-Level to Operations)

Performed Customer Relationship Management (CRM) and Digital Marketing Software analysis, selection, implementation and use strategies

Constructed new mobile ready website and grew traffic in excess of 500% (audited figures), elevated site position (U.S.) by over 1M places, grew form fills by 70%, established ongoing maintenance to update platform

Created complete set of collateral materials, produced soft copy proposal and presentation templates, developed annual editorial calendar, negotiated print and digital rates, designed campaign calendar and conducted independent research to develop target/recipient lists

Set specific quarterly and annual sales goals, tracked performance to goals, motivated team to achieve goals and presented information on clients and sales to the BOD

Attended national industry conferences and negotiated company sponsorships to promote the brand, increase exposure, growing and strengthen a network of connections while reducing costs and increasing revenue

Led in-house seminars to improve the effectiveness and productivity of the sales team, operations leaders and staff to recognize and capitalize opportunities for company services and supplier savings

Collected information for DC modeling to determine footprint, staffing/shifts, material handling equipment, WMS access points & scanners, utilities consumption, pest control, waste removal and all associated costs

Clearly stated the company culture to orientate new hires and remind seasoned employees

Vice President of Logistics - Wagner Logistics, North Kansas City, MO

Apr 2010 – Jun 2014 - 4 years 3 months

Joined Board of Directors, collaboratively created the organizational vision, mission, values, beliefs and strategy

Set annual budget, developed business plan, set standards, goals and expectations to meet or exceed the plan

Set pricing and margins for the business, monitored and evaluated results to measure performance to goal(s)

Identified performance obstacles and cost reduction opportunities, coached managers in production of process maps to strengthen cross training, improve processes and provide consistent client experience

Explored and identified opportunities, developed relationships by methodically on-boarding new clients and expanded business with existing clients

Chaired company rebranding, primary contact for contracted marketing firm

Integral driver in company turnaround and subsequent rapid growth

Director of Logistics - Wagner Logistics, North Kansas City, MO

Aug 2008 – Apr 2010 - 1 year 9 months

Restructured brokerage model, increased efficiencies, improved client service and provided accurate and timely order tracking

Replaced operational management system with cutting edge technology providing online and mobile client visibility, contract rate management, payment audit, increased efficiency, implemented client and vendor contract management

Optimized operational processes, including sales incentive programs, client and carrier contracts, key employee hires, technology applications for centralized national brokerage servicing multiple domestic offices

Designed and completed rate engine for RFP benchmarking and brokering loads

Coached managers in sales and training methods to sell services and company culture

Achieved significant P&L success as evidenced by measurable improvements in revenue, margin, cost efficiency, profitability, employee productivity, safety and compliance

Attended quarterly BOD meetings, produced quarterly BOD reports, executed cohesive strategy for planned growth, developed and executed high-growth financial plans, reported on performance against plan

Created compelling sales and marketing initiatives which communicated value proposition for clients and prospects, collaborated and cross-sold with other divisions to ensure clients and prospects understood all services offered

General Manager - Warehouse - Wagner Logistics, North Kansas City, MO

January 2009 – Apr 2010 - 1-year 3 months

Simultaneous responsibility as Director of Logistics role

Sold initial warehouse operation to the now largest revenue client for company

Located facility, negotiated lease, created warehouse layout, prepared new facility, installed warehouse management system and successfully organized transition from previous operator to new location

Responsible for performance of the warehouse including client relationship management, inventory control, financials, operations, safety, service, office operations, security and regulatory compliance

Planned, organized, directed and controlled all warehouse activities

Selection, professional development and motivation of all personnel

Assisted senior management in establishing performance objectives and strategic planning

Focused on achieving company objectives regarding client service, safety, quality assurance, cost control, inventory control, productivity, security, profit, and return on investments

Capacity and Pricing Manager - Wagner Logistics, North Kansas City, MO

Aug 2006 – Aug 2008 2 years

Pulled data, analyzed, developed Request for Pricing (RFP) models, vetted vendors, selected candidates, held multiple rate submissions to service 100% of business from numerous warehouses across diverse US geographic markets

Analyzed rate submissions in RFPs then contacted vendors to review pending awards, vendor commitments and capabilities to successfully supply capacities

Face-to-face meetings with leadership of pending award recipients of high volume and sensitive business to ensure capacity and capabilities prior to contract and award

Fostered loyal relationships with vendors to service both contract and transactional business and when applicable establish trailer pools to support operational needs of client freight and company warehouse business

Coached brokers alternate sales strategies to use in tight capacity or tough freight markets, taught team use of exploratory questions with client contacts to uncover new opportunities

Created first company rate tool, developed models for regional vendors of markets with heavy seasonality proving contract rates can yield superior annual revenue and margin over seasonal surge rates

Discussed rates, volume commitments, market activities and associated impacts with all levels of client and prospective client organizations, initiated client rate tables in freight software system ensuring consistent and accurate invoicing

Increased non-asset division revenues over $7M and margins by 2.5% by client negotiations and training of operations team members

Reduced outstanding receivables by 8 days with client contacts using root cause analysis, developed numerous client corrective action reports detailing reason for payment variances and delays

Regional Manager of Highway Services - Alliance Shippers, Mission, KS

Feb 2003 – Aug 2006 3 years 6 months

Created and implemented new brokerage operations model resulting in increased sales, better client service and motivated team members

Interviewed, selected and hired team members for three distinct roles in a centralized brokerage servicing multiple domestic offices

Made sales calls to prospects and clients to grow revenue (grew revenue from $3M in 02/2003 to $28M in 08/2006), taught intermodal salespeople the non-asset transportation sales approach to grow revenue for divisions and company

Designed, mapped and programmed seven transportation management system (TMS) user interfaces to aid in the sales and operations software enhancements

Coached teams to develop process maps detailing the specifics for daily interactions, contacts for decision trees and all specifics to guide cross-trained team members and ensure consistent client service

Performed RFPs to develop market costs at capacity levels with drop trailer equipment, to develop routing guides with commitments to service 100% of client shipments into and out of facilities and/or geographic regions

EDUCATION

MBA - Supply Chain focus - Missouri State University Springfield, MO

BS - Marketing Management – Missouri State University Springfield, MO

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